Session Details
3:30 - 4:30 PM
DAY 2
Room 2
How to Be Profitable Selling & Marketing Heat Pumps: Best Pricing Practices
Grow a Business, Not a Job

Profitability in the heat pump business comes down to more than just setting a price—it’s about understanding the numbers behind every job. This session covers essential job costing methods and why relying on gross margin alone can be misleading, especially in labor-intensive work.Learn how to incentivize crews and reduce callbacks with performance-based pay, measure dollars made per labor hour, and apply dual job costing to identify your most profitable jobs. Attendees will walk away with practical tools for pricing, tracking, and managing heat pump projects, as well as insights into how Halco incorporates heat pumps into their ‘house as a system’ approach to home services.

Hal Smith
Owner, Halco Home Solutions

Hal Smith is a seasoned entrepreneur and the driving force behind Halco Home Solutions, a business he established in 1984. With over four decades of relentless dedication, Hal has emerged as an industry trailblazer and visionary leader. Under his guidance, Halco has evolved into a multi-million-dollar enterprise, with a footprint spanning four strategic locations in Upstate New York.

Hal's ingenuity has put Halco at the forefront of the home performance contracting realm, earning it accolades and recognition for its contributions to electrification. Halco stands as one of the few companies in New York State equipped to handle the entire electrification process, including the integration of renewable energy sources. The electrification process demands a comprehensive range of skill sets to ensure a home is heat pump ready; often we must insulate and air seal a home to prepare for a heat pump installation in addition to utilizing our skilled plumbing, electrical, and HVAC technicians along the way. Hal takes immense pride in the fact that Halco occupies this unique position in the industry, where its expertise and capabilities not only bring this vision to life but also create lifelong customer relationships. This accomplishment is a testament to the company's core mission of delivering top-tier, high-efficiency energy solutions to both residential and commercial clientele, always with an unwavering commitment to quality, service, and sustainability.

Hal is closely affiliated with many organizations and is deeply involved with the community. He is the sitting president of the BPCA (Building Performance Contractors Association of NYS), where he also heads up the association’s mentorship program, supporting and guiding the next generation of industry professionals. On the national level, Hal serves on the Board of Directors of the Building Performance Association (BPA) and contributes to both its Policy Committee and Nominations Committee. Hal's previous roles include presiding over the Phelps Chamber of Commerce, chairing the Wayne, Ontario, Seneca, and Yates Counties Workforce Investment Board, and leading as President of the Phelps Business Council, among others.

In addition to his leadership roles, Hal boasts an impressive array of certifications and licenses. He is a certified BPI Healthy Home Evaluator, Building Analyst, Envelope Professional, and Manufactured Housing Specialist. Hal's credentials extend to NATE Heating Certification, IGSHPA Certification, and an array of other industry-specific licenses and certifications. Notably, he is a licensed electrician, a licensed master plumber, and a licensed HVAC contractor. Furthermore, Halco proudly offers four NYSDOL-approved apprenticeships in plumbing, HVAC, electrical, and energy efficiency under Hal's stewardship. His comprehensive expertise serves as the foundation of Halco's continued success and reputation for excellence.